Around fifty indirect categories — waste, telecom, insurance brokerage, facilities, freight, merchant card — examined against what the market offers today. Most were signed once by someone competent, at a moment when the terms were fair, and renewed without anyone having a reason to look again.

When revenue misses, the instinct is to build more pipeline. Often the constraint is not the size of the pipeline but how much of it closes — and that revenue is already in the business, leaking before it converts. The work is diagnostic before it is prescriptive.

Getting the price right is necessary but not sufficient. Licences bought for people who have left, cloud sized for a peak that rarely arrives, tools that duplicate tools because three teams each bought one. The drag is usually not in the contract but in how the estate is run after it is signed.